The document discusses growth hacking strategies for B2B marketing. It emphasizes experimenting with all available growth levers like user-get-user strategies, leveraging massive platforms, optimizing onboarding, and using product levers to drive distribution. The key aspects of growth hacking are forming a multi-disciplinary growth team, taking an experiment-driven approach to marketing, and focusing on increasing "units of gratification" through constant testing and optimization. Examples like Dropbox's growth strategies around sharing and referrals are provided.

1. Growth Hacking for B2B
Marketing
Sean Ellis
CEO Qualaroo and Growthhacker.com

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Startups Are Desperate
• Aggressive targets, tight resources
• Traditional approach not realistic
• Had to think of something else…
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Growth Hacking
• Experiment with all available growth levers
• Understand what’s drives growth, test to improve
• Heavy focus on product and optimization
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Potential Growth Levers
• User-get-user
• Massive platforms
• Onboarding
• Product
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Engineer User-Get-User
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Leverage Massive Platforms
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Onboarding: Optimize for Habits
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Distribute Via Product Levers
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9. “Growth team” complements existing marketing team
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The Growth Team
• Multi-disciplinary
• Cross functional
• Evangelize growth culture
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10. Growth Hacking is Experiment
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Driven Marketing
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Goal: Increase Units of Gratification
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Experimentation Process
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1. Ideas
2.Prioritize
5.Optimize
4.Analyze 3.Test

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Inspiration for Ideas
• Knowledge Sharing, Voice of Customer, Referral Data…
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Insights Help Prioritization
• Quantitative/Qualitative insights
• Understand what’s driving growth,
double down.
• Prioritize high potential, high
probability, low effort
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Dropbox Example
• Freemium reduced allowable CPA
• Natural advantages to grow with
collaboration and sharing
• Catalyze sharing with double sided referral
program
• Optimize conversions on sharing loops
• 300 million users with no traditional
marketing
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10 Other Growth Engine Breakdowns
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Questions?
Thank You.
@seanellis
Sean Ellis
CEO of Qualaroo
& GrowthHackers.com
Twitter: @seanellis

18. #predict2014